| Description |
1 online resource |
| Contents |
Intro; Sales Bad Assery; Contents; Preface; What's Wrong with This Picture?; The Problem with Modern Sales Professionals; A Modern-Day Warrior; The Man without a Smile; Selling versus Negotiating: The Importance of Power; Let's Kick Some Ass; 1 Sales Badasses Are Instantly Likeable; The Three-Step Strategy to Instant Likeability; The Eye Flash; The Broad, Genuine Smile; The Head Tilt; For Men Only: The Chin Jut; 2 Sales Badasses Never Dress Like Shit; A Very Disappointed Princess; The Psychology of Good Clothes; 3 Sales Badasses Never Chase or Beg; A Very Sad (and Broke) Cold Caller |
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Why Chasing and Pursuing Are Losers' StrategiesThe Wanting-It Tax; Cat Theory; Why Does This Happen?; Cat Theory in Sales Prospecting; How Cat Theory Applies to That; 4 Sales Badasses Always Assume They'll Win; The Power of Autosuggestion in Sales Badassery; Practical Goal Setting and Achievement; "Impossible" Sales Easily Closed with This Mindset; Overcoming Your Limiting Beliefs- Sales Badasses Have None; Mental Movies; The Psychology of Good Clothes, Revisited; Limiting Beliefs Common to Salespeople; 5 Sales Badasses Are Powerful to the Very End; A Primer on Negotiating |
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What Is Power in Sales?Power in Negotiation; Keys to Power and Sales Success; 6 Why Selling Is a Loser's Strategy; How to Succeed in Sales; Why Avoiding Selling Benefits Sales Badasses; The Sales Badass Is Very Hands-on; The Yes Ladder; Going Under the Radar for Easy Sales; Selling and Programming Walls; 7 Boldness Is for Losers: Sales Badassery Self-Confidence; Show Me, Don't Tell Me; 8 Sales Badasses Never Seek Approval; "Just a Few Dollars"; Approval-Seeking Behaviors; Ditch Your Secret Excuse; 9 Sales Badasses Are Human Lie Detectors; Detecting Lies: Quantity Over Quality |
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The Verbal Deceptive Indicators to Watch ForThe Body Language of Deception; Putting It All Together; 10 Persuasion the Sales Badassery Way; Customers Always Come First; What Motivates You to Sell?; How Misguided Persuasion Hurt Me; The Law of Compensation; Sales Badassery Persuasion; 1. Spend Time Only on Qualified Prospects; 2. Only Meet with the Final Decision-Maker; 3. Always Be Fully Prepared for Appointments; 4. Set Realistic Expectations; 5. Be Great at Storytelling; 6. Never Withhold Bad News; 7. If Your Solution Doesn't Truly Benefit the Prospect, Don't Sell It |
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Making Honest Persuasion Your Foundation11 How to Become a Prominent Sales Badass; Becoming Prominent in the Twenty-First Century; The World Won't Beat a Path to Your Door; Podcasting: Today's Mainstream Radio; Getting Started; Creating Your Content; Dominate Your Space with YouTube; Volume and Frequency Are Key to YouTube; Getting Your Videos Watched; Your Video's Description; Live Video; Live Car Video; LinkedIn; Finding Your Prime Prospects; LinkedIn Pulse; Facebook and Twitter; Speaking to Attain Prominence; How to Get Started Speaking, Fast; 12 Networking the Sales Badassery Way |
| Summary |
"Turn the tables on the social dynamics of salesstop chasing prospects and start closing deals Sales Badassery: Kick Ass. Take Names. Crush the Competition is a no-nonsense guide to transforming your entire attitude to sales, turning the old way of doing things on its head to shift all the power to you. The common myth of sales strategy tells you to approach a prospect from a position of deferencethey hold the superior position, forcing you to supplicate, beg, make undue concessions, and be at their beck and call during and after the sale. This indispensable work shows you that levelling the playing field is not enough, you need to slant it in your direction. The innovative Sales Badassery philosophy enables you to turn yourself into an unstoppable sales powerhouse, taking no prisoners along the way. Best-selling author Frank Rumbauskas has distilled years of successful sales experience into an effective sales philosophy. This invaluable book provides the tools and guidance for transforming ordinary salespeople into top-level businesspersons. Regardless of what you sell, the proven techniques of this essential resource will empower you to: Transform yourself into a Sales Badass, respected by your customers and feared by your competitors Stop sucking up to your prospects and never accept the word no Adopt a zero-tolerance policy for disrespectful and unreasonable customers Convert customers into colleagues to expand your contacts and increase referrals Sales Badassery: Kick Ass. Take Names. Crush the Competition is a must-read for everyone tired of chasing prospects and selling their souls for the sake of a sale. This transformative approach to sales will enable you leverage your power, conquer your competitors, and steer your goals in the direction you always wanted"-- Provided by publisher |
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"Most sales professionals supplicate to prospects and give away all of their power. They don't see high-powered prospects as equals and peers, and instead they chase, beg, and virtually sell their souls, saying things like, "I'll be at your beck and call after you buy!" The solution is to train sales reps to stop sucking up to prospects and accepting the word "no," tolerate zero disrespect from prospects, and show up as a sales badass. The Sales Badassery philosophy is a take-no-prisoners approach to selling that transforms the salesperson not only into a businessperson equal to the prospect, but also gives the salesperson all of the power in the transaction in order to steer the prospect to buying. After the sale, the new customer sees the Sales Badass as a peer and becomes a terrific contact and referral source"-- Provided by publisher |
| Notes |
Includes index |
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Machine generated contents note: Preface Chapter 1: Sales Badasses Are Instantly Likeable Chapter 2: Sales Badasses Never Dress Like Shit Chapter 3: Sales Badasses Never Chase or Beg Chapter 4: Sales Badasses Always Assume They'll Win Chapter 5: Sales Badasses Are Powerful To The Very End Chapter 6: Why "Selling" Is A Loser's Strategy Chapter 7: Boldness is for Losers: Sales Badassery Self-Confidence Chapter 8: Sales Badasses NEVER Seek Approval Chapter 9: Sales Badasses Are Human Lie Detectors Chapter 10: Persuasion, The Sales Badassery Way Chapter 11: How to Become a PROMINENT Sales Badass Chapter 12: Networking, The Sales Badassery Way Chapter 13: Sales Badasses Think BIG! Epilogue Acknowledgments About the Author Index |
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Print version record and CIP data provided by publisher |
| Subject |
Sellling
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Marketing.
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marketing.
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BUSINESS & ECONOMICS -- Motivational.
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BUSINESS & ECONOMICS -- Marketing -- Direct.
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Marketing
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| Form |
Electronic book
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| LC no. |
2019003426 |
| ISBN |
9781119546351 |
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1119546354 |
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9781119546375 |
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1119546370 |
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